Smart Strategies

SmPNM Small Business Workshop 5

Selling Solutions

Smart Strategies for Small Business

Presentation Materials

by

Holly Hitzemann & Mary Ellen Merrigan

©

WESST Corp, 2005, All Rights Reserved

PNM Small Business Workshop 5

Selling Solutions1

Overview – Seminar 5

“…Outdated sales messages fail to address the core issue of how we think about selling. And unless we get to that core, and change it once and for all, we’ll go on struggling with the same counterproductive sales behaviors. We’ll go on experiencing the same difficulties and frustrations. And we’ll continue to believe that we’re always just one new sales technique away from the breakthrough we’re looking for…” --Ari Galpar, 7 Ways to Stop Selling and Start Building Relationships2

www.UnlockTheGame.com

New thinking equals new results. Seven new thinking solutions: 1. Identify customer needs. 2. Know your true business. 3. Focus on the target market. 4. Plan. Planned communications are key. 5. Maximize referrals; use loyalty programs. 6. Mine competitor and product intelligence. 7. Place selling activities in priority one daily. New thinking solutions: 1. Identify customer needs. a. Make existing customer relationships the priority. b. Understand what your customer is looking to buy. c. Create a solution by asking questions. 2. Know your true business. a. What business are you really in? b. Answer all customer questions truthfully. 3. Focus ONLY on the target market. a. Top customers need daily care and attention. b. Qualified prospects require continued follow up. c. Identify your firm’s top three benefits. d. Sell with innovation. 4. Plan. Planned communications are key. a. Restructure your customer and prospect questions to leave out: “May I help you?” b. Practice every communication. c. Have your website mirror your in-person dialogue. d. Be conscious of having 12 words or eight seconds to make an impression. e. Tell great stories that focus on results your firm has created for its...